Business Development vs. Sales: Comparing the Career Options
Business development and sales both play a critical role in generating revenue for organizations of all sizes. While business development representatives research sales opportunities to uncover leads and develop effective sales strategies, sales representatives are responsible for following through on those leads, putting those strategies into practice, and closing sales.
Business development and sales professionals each need a distinct skill set, making them separate potential career options.
Individuals interested in earning a degree in business and researching business development versus sales careers should learn more about these two roles, including their day-to-day duties, salaries, and educational requirements.
The Relationship Between Business Development and Sales
Business development and sales departments typically work hand in hand, although their responsibilities are distinctly different. Business development professionals focus on uncovering growth opportunities and qualified leads. They might engage with existing customers as well as prospects to identify their unmet needs or assess the potential demand for new products or services.
After researching what the business can offer new and existing customers, business development professionals compile a list of qualified leads and, with the help of the sales and marketing teams, determine the best strategy for presenting the company’s products or services to those leads.
Once the strategy is in place, the process shifts to sales professionals, who are responsible for implementing it. They present the product or service to the qualified leads in an appealing way, address their objections with relevant counterpoints, and ultimately work to close the sale.
Depending on a company’s size, the business development and sales responsibilities may be handled by the same person or a team. However, many companies choose to separate these functions, allowing individuals to specialize in one part of the process.
This approach can increase the effectiveness of the overall sales process and improve the rate at which the company converts leads to sales, while also reducing burnout and turnover among staff members. In many organizations, these responsibilities are overseen by business development managers and sales managers, particularly as teams and sales operations grow larger.
What Does a Business Development Manager Do?
Business development managers are responsible for researching new business opportunities, identifying and qualifying leads, and building relationships with potential customers. As part of larger teams, these managers may have leadership responsibilities, such as directing business development representatives. Business development managers regularly collaborate with other teams within their organization, including the sales and marketing teams, to ensure the company is aligned on its strategy for approaching customers and clients.
How to Become a Business Development Manager
Many employers expect business development managers to have earned a minimum level of education, typically a bachelor’s degree, although the education requirements for the position vary by employer. They generally look for candidates with a business degree, such as a bachelor’s degree in business management or business administration. These degree programs are designed to help individuals build a fundamental understanding of the business process, including the role and importance of business development.
Some employers may prefer candidates with an advanced degree, such as a Master of Business Administration (MBA) or a Master’s in Leadership. The programs for these degrees offer coursework in team leadership, strategic customer relationships, and organizational theory.
Most employers of business development managers prefer candidates with some work experience in business-related roles, such as sales or marketing positions. Internships or entry-level roles as a sales associate or marketing specialist can help professionals develop this experience.
Obtaining a relevant certification, such as the certified professional business development manager (CPBDM) credential, may help professionals demonstrate they have a baseline understanding of business analysis, development, and ethical decision-making. Earning this certification, which is offered by the American Institute for Business Management and Communication (AIBMC), requires passing an exam, completing a bachelor’s-level education, and having at least two years of work experience in a business role.
Business Development Manager Salary
According to salary data from Payscale, business development managers have a median annual base salary of about $86,000. Individuals’ salaries can vary due to factors such as their education, work experience, and geographic location, as well as the size of their employer. In some organizations, compensation also includes bonuses or performance-based incentives.
What Does a Sales Manager Do?
Sales managers’ duties vary among employers and often involve greater responsibility in larger organizations. Their duties typically include managing sales representatives and overseeing the sales process in either business-to-business (B2B) or business-to-consumer (B2C) contexts. Applying the goals and strategies developed by the business development team, sales managers and their teams engage with leads, address potential customers’ objections ethically, and close sales.
How to Become a Sales Manager
Sales managers typically need to have a minimum of a bachelor’s degree, although requirements can vary among employers. Candidates often hold a degree in business, which means they have completed coursework in areas such as business management and marketing. Some employers may prefer candidates who hold a master’s degree, such as an MBA.
Work experience is often required for sales manager roles, with many employers preferring candidates with several years of experience in a sales role, such as a sales representative role. Entry-level positions that can help individuals build experience include retail sales roles or wholesale or manufacturing sales representative positions.
Obtaining a certification, such as the certified professional sales person credential, can help candidates demonstrate their qualifications. Offered by the National Association of Sales Professionals (NASP), this certification focuses on an individual’s communication and relationship building skills. NASP also offers the certified professional sales leader credential, which emphasizes sales leadership and management skills. Both certifications require completing a program and passing an exam.
Sales Manager Salary
According to salary data from Payscale, sales managers have a median annual base salary of about $73,000. Individuals’ salaries may vary due to factors such as their geographic location, their employer’s size, and their education and work experience. As is true for business development managers, sales managers may also receive bonuses and performance-based incentives in some roles or organizations.
Building a Foundation for a Career in Business
Individuals weighing business development versus sales for their career should know that pursuing a high-quality education in business can help them lay the groundwork for long-term success in either area. Earning a business degree from Mid-America Christian University (MACU) can help them build the business skills and knowledge they need for a career in a range of business disciplines.
With a focus on preparing future business professionals to make a positive impact, programs such as MACU’s Bachelor of Business Administration and Ethics program and Bachelor of Science in Management program help students build foundational knowledge in business operations and leadership. Both programs are available online or in person.
MACU’s flexible advanced degree programs, such as the Master of Business Administration program and the Master of Arts in Leadership program, allow students to explore business strategy, organizational decision-making, and leadership development in greater depth.
Discover your potential in business with Mid-America Christian University.
Recommended Readings
Developing Global Leaders: A Conversation With Dr. LeAnn Brown
Hitting the Ground Running: Caitlyn Tuckey’s Journey to Business Leadership
The Role of Ethical Decision-Making in Business Success
Sources:
American Institute for Business Management and Communication, Certified Business Development Manager
Indeed, “Business Development vs Sales: How These Roles Work Together”
Indeed, “Sales vs. Business Development: What’s the Difference?”
Indeed, “What Does a Business Development Manager Do? (With Salary)”
National Association of Sales Professionals, Certified Professional Sales Leader
National Association of Sales Professionals, Certified Professional Sales Person
Payscale, Average Business Development Manager Salary
Payscale, Average Sales Manager Salary
U.S. Bureau of Labor Statistics, Sales Managers